Executive Account Director, Business Development (Central Labs) - US, Northeast Region - Thermo Fisher Scientific : Job Details

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Global Key Account Manager, Biopharma Central Lab Team

Position Summary: As part of the Global Business Development team for Central Laboratory, the Global Key Account Manager (KAM/Executive Account Director) executes a strategic sales plan to maximize global key accounts for Central Labs business. Responsible for achieving annual sales targets by maintaining a keen awareness of business strategies, client climate, and requirements to maximize business opportunities and sales. The Global Key Account Manager reports to the Manager, Key Accounts.

Key Responsibilities:

• Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans.
• Demonstrate year over year growth for global key accounts, meeting/exceeding sales goals for each account.
• Drive account expansion through cross-selling ASD and partnering with CDSD.
• Identify and access various points of business development across the global key accounts, developing relationships with key stakeholders across clinical teams, therapeutic & service areas.
• Develop relationships with target new biopharma accounts and develop unique value propositions to position to win and grow.
• Establish and preserve preferred vendor status by aligning with global key accounts' business strategies and pain points.
• Organize quarterly strategic planning meetings to evaluate the health of the relationship, ongoing/upcoming projects, potential issues, and resource requirements.
• Drive successful RFP/Proposals process to meet and exceed key account expectations.
• Lead and drive RFI strategy process, from receipt of RFI through completion.
• Advise senior leadership on the success of our global key accounts.
• Work with other KAMs to ensure a collective voice is championing a business direction.
• Partner closely with Alliance Lead on assigned accounts to ensure client satisfaction.
• Partner closely with Scientific affairs to assist in growing new market niches.
• Provide routine updates to opportunities and log all requested activities into Salesforce.
• Liaise and align with Subject Matter Experts (SMEs) and other departments to meet key account needs.

Key Skills:

• Consultative selling in large accounts.
• Relationship-building and ability to expand beyond current contacts.
• Ability to clearly present and articulate value.
• Ownership of account management with ability to balance competing needs/objections.
• Sufficient Labs knowledge to succeed.

Education

• Bachelor's degree or equivalent and relevant formal academic/vocational qualification with previous experience comparable to 8+ years.

Knowledge, Skills and Abilities:

• Strong interpersonal skills needed to build relationships, communicate, and influence across all levels of the organization.
• Effective team leader and player.
• Advanced process improvement/implementation skills.
• Extensive analytical skills and data interpretation/tracking/trending skills.
• Excellent verbal and written communication skills.
• Extensive MS Office skills to include Word, Excel, Visio, Access, PowerPoint.
• High level of PC competence and understanding of computer logic.
• Excellent business and financial acumen.
• Proven executive presence.

Management Role:

• No management responsibility.

Working Conditions and Environment:

• Work is performed in an office environment with exposure to electrical office equipment.
• Occasional drives to site locations with occasional travel both domestic and international.

Physical Requirements:

• Frequently stationary for 6-8 hours per day.
• Repetitive hand movement with the ability to make fast, simple, repeated movements of the fingers, hands, and wrists.
• Frequent mobility required.
• Light to moderate lifting and carrying (maximum lift of 15-20 lbs).
• Ability to communicate information and ideas effectively.
• Regular and consistent attendance.
• Travel 25-50%.

Compensation and Benefits

The salary range estimated for this position based in Kentucky is $137,900.00–$183,850.00. This position may also be eligible for a variable annual bonus based on performance results in accordance with company policy. We offer a comprehensive Total Rewards package that includes:

• A choice of national medical and dental plans, and a national vision plan.
• Employee assistance and family support programs.
• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave.
• Retirement and savings programs, such as a competitive 401(k) U.S. retirement savings plan.
• Employees' Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount.

For more information on our benefits, please visit: Total Rewards.